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Get These Books to Prosper!
Dec
14
Getting Publicity, Gift Basket Clubs, How to Make Money with Gift Baskets
Filed Under Corporate Selling, Publicity/Media Attention | 2 Comments
BASKETS OF MEDIA ATTENTION
It’s amazing to see how many gift basket stories appear throughout December in newspapers worldwide. Some stories are all about designers, and others try to convince individuals to make their own gift baskets. It’s quite a collection.
Wednesday’s newspaper encourages you to get your 15 minutes of fame before the season is over. Seven designers I know have increased sales this year from media exposure. You’re next.
JOIN THE CLUB
What if you had a standing order every month from a minimum of 10 companies to deliver a specific gift basket? That’s what can happen when creating and promoting a gift basket club.
DESIGNERS’ RATES ARE RISING
About five years ago I was asked if it’s possible to make $30,000 a year in this business. That answer, which you’ll find in this GiftBasketArticles.com article, is still true, but what’s more better, the potential has grown even in this economy.
Eleven designers who I’ve worked with in the past three years have increased their sales to average $92,000 a year, with one third of the gross amount deducted for expenses.
As you read the article, substitute the $30,000 figure for a higher amount you can achieve on a monthly, weekly, and daily basis.
Oct
15
What Corporate Clients Want Now
Filed Under Corporate Selling | 1 Comment
You’re bound to get resistance from clients when approaching them to buy gifts and baskets. The economy has everything thinking they can’t afford to give gifts. But they must show appreciation in one form or another.
Some will slap a press bow atop a wine bottle and shove it into a bag. Anyone who does this simply is not your customer, and that’s good. There will be many more who will listen to and agree with your message. You’ll briefly explain (most corporate clients prefer brevity) how the gifts and baskets they’re viewing in person or online:
- Express appreciation without appearing desperate
- Strengthen current relationships throughout 2009
- Remind their clients that they are partners with customers rather than just vendors
The third point is not only true for clients, it’s also the message you want to convey between them and you.
Corporations always want something glamorous for very little money, but how it that different than in any other holiday year?
Since that’s what they want, here’s a way to break through their resistance without breaking your budget.
Create two or three designs that are set in stone – no substitutions or alterations whatsoever. One design is created in a small drum or another holiday container. The second is made in a tall, slim basket or container.
The drum adds value because it’s not a general basket; the tall container adds value with height.
Drape the completed drum design with enhancements outside of the cello or shrink wrap. Add a fan topper to the tall design, which will elevate its height and perceived value.
Both gifts are easily created by you for between $9 and $12 each and can sell for up to $40, giving clients what they want and you with a decent profit.
As I mentioned, these designs are made on a non-customized basis, no changes at all. That will let you concentrate on specific inventory. If the client wants changes, it’s an automatic $10 customization fee, no exceptions, plus any additional costs for materials, labor, etc.
Corporate clients want to give gifts but are not sure how to proceed. They also want stability in these uncertain times. You will support them on both fronts by creating a minimum of two designs that they can count on to be delivered exactly as shown in person or online.
You’ll earn revenue with a narrow inventory of solid sellers. So everyone gets what they want.
One option for the drum and tall basket are shown on the Baskets site.
Oct
8
Does “Yes” Mean “No” to Profits?
Filed Under Corporate Selling, Customers | 4 Comments
Has this happened to you – during a presentation, a corporate client asks if you can swap out biscotti in the sample gift basket for a high-end box of chocolates. You say “yes” to get the order.
Later, in your office, you calculate the price for the chocolates (8.00 versus the 1.25 biscotti) and learn that the swap will leave you with a very slim profit.
How can you make the client happy while ensuring substantial revenue each time orders are placed? Here are three solutions.
1. Say “let me check on that” when you’re unclear about the cost. Tell the client that you want to make sure they’re not being overcharged for the design change. In reality, you want to gauge your own profitability.
Call the client as soon as possible to follow up and close the deal. This check-before-you-say-yes scenario will not jeopardize the sale. Remember what happened in the above example.
2. Bring your own list of 3-5 items that can be exchanged for several products in the sample basket(s). Offer any of these items if asked for substitutes, and stick with these options unless you must resort to No. 1 above.
3. Make certain designs “as is” with no substitutions. If they aren’t acceptable for clients, offer your custom designs. This is a great option, as it can substantially elevate profits.
Problems are blessings in disguise because you must face this scenario and similar ones to grow. When mistakes occur, you can make changes and move forward confidently and profitably.
You’ll find high revenue lessons at GiftBasketCourse.com and more corporate tips on the Success Articles page and Success Tips page.
Aug
13
R is for Relationships
Filed Under Corporate Selling, Customers | Comments Off
One of my gift basket clients just received a holiday order to create and deliver 2,500 baskets. Another one is currently preparing 500 for one client and 300 for another, and she’s sure that other clients will soon place large orders.
Last week’s newsletter shared big order tips, and a previous newsletter gave pointers on finding hands-on help for big sales.
How do these designers get orders when so many firms are cutting back due to budget constraints? Both designers admitted me that their plans to develop better relationships with clients are the secret for their individuals success.
For example, if a client’s child bruised a knee during a sports activity, a small gift was sent as a get well gesture. When another client’s company was up against a competitor, the designer called to recommend a course of action (sending a gift basket to the prospect) to get the sale.
Working with their clients as a partner rather than simply taking a role as a gift provider is what’s made the difference. And the rewards don’t stop there. Referrals are up, and so are the number of client’s employees who receive gifts and baskets to encourage productivity.
Do you contact clients only when it’s time to give gifts, or are you someone who makes contact in good and bad times whether for personal or professional reasons? Great relationships are a major component in securing orders all year long.
Start building better relationships with your customers now and throughout 2009. The rewards are huge, and so are the profits.
Aug
3
Gift Basket Sales Tips, Where to Find Baskets, Corporate Sales
Filed Under Baskets, Corporate Selling, Sales-Increasing Strategies | Comments Off
SAVVY SALES TIPS
Before you buy that package of cocktail forks, ask yourself: How many of my designs are appropriate to sell this item quickly? Wednesday’s newsletter focuses on what to think before you buy and gives examples of outlandish items I may have bought before making better decisions. Also read the newsletter for three sales tips.
THREE WAYS TO FIND BASKETS
A Louisiana-based designer wants to know where to find baskets in her area. Wholesale suppliers are probably closer to her location than she realizes. On Ask The Gift Basket Expert, I provide her with three ideas to start her search. Join the conversation, and submit your own question.
OUT-OF-TOWNER OPPORTUNITIES
Meeting planners and other conference coordinators welcome attendees with basket and non-basket gifts. Are you ready to meet this lucrative demand? Here’s a number of ideas that make planners and guests happy while keeping your bank deposits high.
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Visit these Wholesalers
